Tulip Interfaces

• Own messaging, positioning, campaigns, and content for your vertical, end to end. • Carry sourced and influenced pipeline targets, driving your go-to-market pod across Sales, BDRs, and pre-sales. • Write and produce campaign assets, including ebooks, webinars, one-pagers, and landing pages, to the standard your market requires. • Synthesize market trends, field intelligence, and performance data into messaging adjustments in real time. • Design and run multi-touch, account-level campaigns in partnership with digital and the AI go-to-market engineer. • Use AI to produce, test, and iterate on assets and campaigns at higher volume.

• Drive revenue growth in the Japanese pharma and life sciences market by managing the full sales cycle, from prospecting to closing strategic deals within mid-market and enterprise accounts. • Break into and drive large, complex deals from lead to close, navigating regulated procurement processes and multi-stakeholder buying committees. • Develop and execute Japan-specific sales strategies for pharmaceutical and life sciences verticals to achieve and exceed quarterly and annual revenue targets. • Build accurate forecasting and operational cadence, maintaining meticulous records in Salesforce.com. • Present compelling value propositions that address pharma-specific pain points — batch review cycles, deviation management, audit readiness, paper-based processes — and demonstrate the technical and regulatory superiority of the Tulip platform. • Build and maintain strong relationships with key stakeholders, including VP/C-level executives, plant managers, QA/RA leaders, and digital transformation owners. • Drive account strategies and coordinate selling efforts with channel and consulting partners to execute the sales process and win deals. • Collaborate with cross-functional teams (Pre Sales, Marketing, Customer Success, Professional Services) to ensure customer satisfaction and successful, validated implementations. • Stay up-to-date on pharma industry trends, regulatory changes (PMDA, FDA, EMA), and competitive landscape to effectively position Tulip's solutions. • Serve as the voice of the Japan pharma market internally, informing product, marketing, and GTM priorities.

Role Description This role is fully remote within Germany, with optional access to our Munich office. Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology. In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale. Qualifications - You are a hunter and closer with experience selling SaaS solutions into manufacturing environments. - You are motivated by ownership and impact, and excited by the opportunity to build a region from the ground up. - You have thrived in scale-up or growth-stage environments, selling complex, high-value software. - You are comfortable operating without fully defined processes—and enjoy helping to create them. - You think clearly and confidently in complex or ambiguous situations. - You are intellectually curious, humble, and commercially sharp. - You care deeply about customers and partners, and lead with listening and learning. - You are not afraid to roll up your sleeves and work across large, multi-stakeholder deals. - You have leadership ambition and are excited to mentor, influence, and eventually lead a regional team. Requirements - 7+ years of experience as an Account Executive and Sales management, in a fast-paced environment, ideally selling SaaS into manufacturing. - Demonstrated track record of consistent quota attainment. - Experience acting as a player/coach or informal leader, contributing beyond individual deals. - Strong written and verbal communication skills. - Training or certification in value-based selling methodologies. - Positive, resilient, and solution-oriented mindset. - Experience using Salesforce; disciplined in forecasting, reporting, and pipeline management. - Ability to quickly adopt tools such as Outreach, ZoomInfo, and LinkedIn Sales Navigator. - Experience collaborating cross-functionally to build effective commercial motions. - Fluency in German and English (business level). Key Responsibilities - Own and exceed ARR growth targets across the DACH region. - Identify, qualify, and develop new opportunities with manufacturing customers. - Understand customer business challenges and clearly articulate Tulip’s value through tailored demos and presentations. - Partner closely with Engineering, Legal, Procurement, and Customer Success to drive successful deal execution. - Maintain accurate territory planning, forecasting, and account documentation. - Hire, onboard, train, and mentor new DACH sales team members as the region grows, gradually taking on broader leadership responsibilities while continuing to drive individual revenue performance. - Develop, document, and continuously improve sales processes to support regional scale. - Co-create and execute the DACH go-to-market strategy in partnership with Global Commercial and Leadership teams. - Build strong relationships with regional partners, channels, and ecosystem players. - Act as a foundational member of the DACH team - supporting hiring, onboarding, and mentoring as the region grows. Key Collaborators - Sales - Pre-Sales / Solutions Consulting - Sales Development - Customer Success - Marketing - Go-To-Market - Business Development - Channel & Alliances Benefits - Direct impact on product and culture. - Company equity. - Competitive benefits package including commuter benefits, learning and development stipend, team events, catered lunches 3 days a week. - Flexible work schedule and unlimited vacation policy. - An inclusive, dog-friendly office with diverse and inspiring colleagues.

• Own the full sales cycle for net-new and expansion opportunities within the US aerospace and defense vertical • Build and maintain a healthy, self-sourced pipeline through outbound prospecting, industry events, and partner referrals • Lead complex, multi-stakeholder deals from discovery through negotiation and close • Develop deep knowledge of the A&D customer landscape. Think key accounts, personas, procurement dynamics, and competitive positioning • Partner with Pre-Sales, Customer Success, and Solutions Engineering to deliver compelling evaluations and ensure smooth handoffs • Capture and share field intelligence with Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy • Serve as a peer resource and sounding board for earlier-tenure AEs, sharing deal strategy, lessons learned, and best practices • Contribute to the development of vertical-specific sales collateral, talk tracks, and competitive guidance

• Build pipeline, develop accounts, and close deals from first conversation through contract and expansion • Run complex, multi-stakeholder sales cycles: Create champions, build executive alignment, and advance deals with precision • Partner with Sales Engineering, Channel Partners, and Customer Success to bring the right resources to each deal at the right time • Present Tulip's platform compellingly to audiences ranging from operations leaders to C-suite executives • Maintain a clean, accurate forecast and a consistent operating cadence with your manager • Represent the voice of your market internally, sharing what you're hearing from customers with Product, Marketing, and Leadership

• Partner with plant-level and corporate stakeholders (operators, engineers, IT, quality, operations leadership) to design, build, and deploy Tulip solutions on-site • Integrate Tulip with shop-floor systems including PLCs, MES, ERP, and quality systems, working with machine data, events, and production context • Deploy solutions into live production environments with minimal disruption, troubleshooting issues that span software, data, and operational workflows • Serve as the technical authority during customer deployments, advising on architecture, scalability, security, and reliability in regulated or high-availability environments • Lead complex implementations end-to-end, communicating clearly with both technical and operations stakeholders • Document solutions and share learnings across the FDE team and broader Tulip organization • Represent the voice of the customer to Product and Engineering, influencing roadmap and feature design • Help generalize customer-specific solutions into reusable product capabilities • Contribute to internal process development, best practices, and cross-team collaboration

Role Description This role is US Remote — Forward Deployed Engineers spend approximately 50% of their time on-site at customer facilities across North America. As a Forward Deployed Engineer (FDE), you work directly with manufacturers to design, build, and deploy solutions on Tulip's Frontline Operations Platform. You operate at the intersection of solution engineering, manufacturing operations, and customer outcomes, translating real shop-floor problems into scalable, production-ready solutions. You will embed with customers at their facility to rapidly implement applications, integrations, and workflows that improve quality, productivity, and traceability across manufacturing operations. Qualifications - 8+ years of experience in manufacturing, industrial software, or manufacturing-focused technology roles, with 4+ years in customer-facing or consulting capacities - Hands-on experience with Operations Technology — MES, ERP, quality, or production systems — including architecture and implementation - Proven ability to integrate shop-floor systems and devices (PLCs, machine data, production context) in manufacturing environments - Strong understanding of manufacturing workflows, quality, traceability, and operational constraints; able to walk a shop floor and identify improvement opportunities independently - Track record of leading complex technical initiatives end-to-end in ambiguous, customer-facing environments - Willingness to travel up to 50% to customer sites; BS in Engineering or equivalent experience Requirements - Customer-Embedded Solution Delivery - Partner with plant-level and corporate stakeholders (operators, engineers, IT, quality, operations leadership) to design, build, and deploy Tulip solutions on-site - Integrate Tulip with shop-floor systems including PLCs, MES, ERP, and quality systems, working with machine data, events, and production context - Deploy solutions into live production environments with minimal disruption, troubleshooting issues that span software, data, and operational workflows - Technical Leadership - Serve as the technical authority during customer deployments, advising on architecture, scalability, security, and reliability in regulated or high-availability environments - Lead complex implementations end-to-end, communicating clearly with both technical and operations stakeholders - Document solutions and share learnings across the FDE team and broader Tulip organization - Product & Platform Feedback - Represent the voice of the customer to Product and Engineering, influencing roadmap and feature design - Help generalize customer-specific solutions into reusable product capabilities - Contribute to internal process development, best practices, and cross-team collaboration Benefits - Direct impact on product and culture - Company equity - Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K) - Flexible work schedule and unlimited vacation policy - Virtual company events and happy hours - Fitness subsidies - Dog-friendly office

• Manage the entire indirect sales process through Tulip's ecosystem partners, including channel partners and strategic alliances • Develop and execute comprehensive Go-to-Market plans with key partners, including defining target verticals and joint value propositions • Support account executives and partners during co-selling from prospecting to close, including accurate pipeline forecasting • Enable partners to independently represent Tulip across the commercial cycle (pipeline generation, discovery, pre-sales, delivery, customer success, expansion, and renewals) • Identify and recruit new partners to fill geographic or technical gaps in the ecosystem • Leverage and collaborate with internal resources including Sales, Marketing, Sales Engineering, Product, and Customer teams

• Drive revenue growth by managing the full sales cycle, from prospecting to closing strategic deals within mid-market and enterprise accounts in targeted industries. • Develop and execute effective sales strategies to achieve and exceed quarterly and annual revenue targets. • Have a passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT, and cloud solutions. • Accurately forecast sales pipeline and maintain meticulous records in Salesforce.com. • Present compelling value propositions that address customer pain points and demonstrate the technical superiority of the Tulip platform. • Build and maintain strong relationships with key stakeholders, including VP/C-level executives and technical decision-makers. • Collaborate with cross-functional teams (Sales Engineering, Marketing, Customer Success) to ensure customer satisfaction and successful implementations. • Stay up-to-date on industry trends and competitive landscape to effectively position Tulip's solutions.

• Act as the frontline contact for customers in need of support, and provide timely, accurate, and complete responses to inquiries. • Educate customers on the product, usage, and features. • Diagnose, troubleshoot, and resolve technical issues, working with cross-functional teams as needed. • Escalate and follow-up complex cases with key collaborators below. • Manage Support workload to provide visibility to issues and resolution status. • Continuously improve the internal support processes and tools. • Expand product documentation held in our customer-facing knowledge base. • Process business and technical information for customers and provide feedback for the developer teams. • Participate in an on-call rotation to provide occasional support during off-hours, including nights and weekends, for critical issues.